Why to sale throughout partners

In the early days of a company, using a distribution channel is regarded as an extra cost and a way to lose control over the sales process. However, the globalization implies the necessity of a distribution network.

Why distributors are good:

They can handle the clients locally

They have the best knowledge of their market

They usually have a sales force that can handle sales requests as you would do it

You can’t handle sales in 50 or so countries, but you can handle distributors in 50 countries

Knowledge of the local financial/commercial/legal system

They handle some of the sales costs

Distributors will bring into the partnership their own value and market position

Contracts with distributors will put you in a better position and a legally safer environment than handling each client separately

You will take advantage of the commercial and logistic knowledge of the distributor

A distributor will be able to offer a more flexible proposal to a local client

International distribution networks will handle the clients in their local language